Learn what smokescreens are, why homeowners use them, and how to identify them on the doors—so you don’t get thrown off or lose control of the conversation.

IN THIS LESSON

A smokescreen is a surface-level objection that a homeowner gives to shut down the conversation before they’ve actually listened to what you’re offering. It’s not the real objection—it’s a reflex.

You’ve probably heard things like:

  • “I’m not interested.”

  • “We’re good.”

  • “We already have solar.”

  • “Now’s not a good time.”

  • “We don’t make decisions at the door.”

These statements sound like objections, but they’re not. They're defense mechanisms. They’re a homeowner’s way of protecting their time, space, or comfort—especially when they weren't expecting a conversation in the first place.

What is a Smokescreen?

Understanding the why is what helps you not take it personally—and keep control of the conversation.

Here are the top reasons homeowners throw up smokescreens:

  1. You caught them off guard.

    • People don't expect you. They’re busy, distracted, or mentally elsewhere.

  2. They assume you're just another sales rep.

    • Most people have been pitched by pushy, transactional reps before. They don’t know you’re different—yet.

  3. They feel like they’re being sold, not helped.

    • If your tonality or body language is too aggressive or salesy, they’ll try to shut it down early.

  4. They don’t see the value—yet.

    • If they don’t understand why you’re there or what’s in it for them, their wall goes up.

Why They Use Them

A Smokescreen is Not

A smokescreen is not:

  • A deep, logical objection

  • A sign that they’re not qualified

  • A hard “no”

  • A reason to walk away

It’s just a filter. Your job is to stay calm, show curiosity, and gently move past it—because behind the smokescreen is where the real conversation starts.